Global security vendor with a need to ensure that they were investing marketing dollars with the right partners.

Challenges 
  • Lack of internal resource in EMEA
  • Growing number of partners to support
  • Need to invest MDF in the right partners to drive ROI
  • Need to give different partners different levels of support
Solution
  • We interviewed all of the sales leads using our questioning methodology and scored each partner against certain categories
  • We analyzed the findings and plotted the partners in a Boston type matrix
  • We stress tested the findings with senior stakeholders
Outcome
  • A data driven view of which partner to prioritise for efforts and MDF
  • A focused approach to address limited marketing support
  • MDF utilised with the right partners to present better ROI
  • Tiered approach to partner marketing support